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Konzeption eines CRM-basierten operativen Vertriebscontrolling-Systems aus der Perspektive eines Vertriebsmanagers

Konzeption eines CRM-basierten operativen Vertriebscontrolling-Systems aus der Perspektive eines Vertriebsmanagers

          
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About the Book

Studienarbeit aus dem Jahr 2010 im Fachbereich BWL - Offline-Marketing und Online-Marketing, Note: 2,5, Fachhochschule Aachen, Sprache: Deutsch, Abstract: Diese Seminararbeit hat zum Ziel, ein auf dem Customer Relationship Management (CRM) Ansatz basierendes operatives Vertriebscontrollingsystem aus der Perspektive eines Vertriebsmanagers zu konzipieren. Es wird zuerst der CRM-Ansatz sowie dessen Unterschied zu CRM-Systemen erläutert. Das Vertriebsmanagement wird theoretisch beleuchtet, wobei dessen Ziele erörtert werden und das operative Vertriebscontrolling vom strategischen abgegrenzt wird. Mit dieser theoretischen Grundlage werden zuerst die beteiligten Personengruppen im Vertriebsprozess sowie deren Aufgaben identifiziert. Daraus werden Anforderungen, i.S.v. Kennzahlen und Anwendungen, an das System ermittelt und die relevanten Informationen beschrieben. Anschließend werden die Anforderungen und Informationen des operativen Vertriebscontrollings in ein, an allgemeine CRM-Systeme angelehntes Modell untergebracht. Anschließend werden Handlungsempfehlungen ausgesprochen, die den Einsatz sowie die Rahmenbedingungen eines solchen Systems verdeutlichen.


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Product Details
  • ISBN-13: 9783656283676
  • Publisher: Grin Publishing
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 2 mm
  • Width: 148 mm
  • ISBN-10: 3656283672
  • Publisher Date: 07 Oct 2012
  • Height: 210 mm
  • No of Pages: 32
  • Series Title: German
  • Weight: 54 gr


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